This is to be expected and it is the enlightened owner or manager that understands the need to put the marketing effort onto a more commercial level with objectives and plans that will carry through to achieve the result required. This approach will be no different to that required by the Bank Manager who will be looking for a business plan setting out the information the bank needs to make the decision to continue supporting the business. The need for results based planning is vital if a company is to compete and succeed in the market in which they operate. More and more companies today are recognising that outside help can contribute to achieving the desired outcomes.

Someone taking the helicopter view of your business will be able through their experience discover where attention is needed and will be able to help set your marketing plans in the correct direction to where you want to go. The other benefit of this overview is that it will determine those things you are currently doing well and at the same time establish where the business needs to make the changes to ensure the operation re focuses to increase sales. In all businesses there already exists data that can be used to good effect in improving the marketing effort and this needs to be documented to capitalise on the information gained from the day to day operation of the business.

Just as it is required when setting a GPS device you always have to first set where you are before you can get to the destination, the same needs to be done with your business marketing. However having the time to carry out this exercise can be time consuming and for those involved running the business this important duty is not given the full attention it deserves. This results in the realisation that the competition has gained an edge. It also needs to be remembered that once you have set the plans for your marketing effort continued review and corrections will be necessary if you are to stay on course. 

The benefit of seeing where you currently are and what things you currently are doing well will ensure that any future expenditure will be targeted thus saving time and money as you will be focusing on those areas requiring the most attention first. If you are serious about your marketing pro active steps need to be taken to ensure that it is approached in the same way as a financial business plan. Future sales and income need to be projected to enable sound financial planning and to make sure the enterprise remains viable and grows into the future for the benefit of all stake holders. 

The selling of products or services by an organisation will be the measure of their success and in today’s business environment careful thought, planning and effectiveness of their marketing will result in a healthy cash flow and a sound future for the business. The essential first step to cement your business in your market is to make the decision today to do something about it, tomorrow may be too late. 

Take time to talk to me on 0411 885 824 or keith@sales-selling.com

Dynamic Sales Mentoring. (Dynamic – continuous activity or change)

In just the same way as the very best sports people have their own (or a team) coach, so too should sales professionals.

After all, if Tiger Woods – undeniably the world’s best golfer – has a coach or mentor, then there’s got to be a VERY GOOD reason for it, and that reason is simple:

Results!

A great coach or mentor can help speed up the process of attaining success in any endeavour, and selling is no different to golf or football in that respect.

HOWEVER, it’s vital that if you do decide to engage a coach or mentor, that you choose carefully.

You should look for 3 things in this situation:

1) Someone you have a good connection with… after all, if you dislike or disrespect each other, that’s going to kill any chance of success for all the obvious reasons.

2) Someone who has the real-world experience that you want to emulate. If you’re already a better sales person than them, there’s not much likelyhood they’ll be able to stretch your skills and attitude enough to get better.

and

3) Someone who practises tough love. A coach or mentor who lets you get away with failure all the time is doing no-one a favour. They have to be willing to push you hard, especially when you’re down & feeling negative.

A truly great sales coach will always expect the best from you, but also understands that everyone grows at a different pace. This ensures they identify your strengths and weaknesses, and modify their coaching to take these into account, all while INSISTING on excellence and commitment to achieving your goals.

When one looks at the number of books, CD’s, DVD’s, training organisations and sales programs currently available, one could be forgiven for not knowing where to start and more importantly, what will deliver the specific results you & your TEAM are looking for.

In addition there are many styles of training and support to choose from, sales coach, sales trainer, sales mentor, sales manager and sales adviser plus others.

Individuals and teams have specific requirements and it is important to make sure you spend the time and money on those areas of training you have identified that you need to see improvement in.

One of the reasons I wrote my book “4 Qualities of the Successful Sales Professional” was to help, through the exercises and the self audit process, assist individuals and organisations identify what areas of training need to be attended to first.

It is important with sales training to not attempt too many activities at once as I have seen on many occasions this will result in none of the tasks being started due to the lack of a planned approach.

The need to identify what is to be accomplished is essential when planning a sales training program and knowing what needs to be done will – to a large extent – guide you to the most effective sales program for your career.

There are many sales coaches available but one needs to be sure to understand what is required and not think that a comprehensive package will satisfy your needs. One size does not fit all.

The best advice is only as good as the use you make of it.

For more information on sales coaching or mentoring, take a look at my Dynamic Sales Mentoring programs & options.

A positive attitude is essential to all salespeople and is the key to enjoying a good life.

Our self talk is ours alone and acts as our auto pilot guiding us through daily activity equipping us to handle situations and events as they arise.

Sales and selling is a people business and having the right attitude will go a long way to establishing rapport with clients and the view they have of you as a salesperson.

Attitude can be changed and a positive attitude needs to become a habit.

Quality 2. Personal and Professional Development.

Professionalism through personal development shows.

All salespeople need to create a good impression in every thing they do and have the respect of every one they come into contact with.

Control of any sales opportunity comes from the quality of the presentation and the first impression made.

Self improvement in this important aspect of selling is available and can become a way of life.

Quality 3. Planning.

You can possibly succeed until you start to plan.

As a sales person all planning needs to have the single objective of creating a selling opportunity.

Knowing how and where to start and to be able to plan for business and personal life is vital to have continuing long term success in sales and selling.

All business is hard won, things just don’t happen and learning the techniques and skills of planning will ensure success.

Quality 4. Sales Skills.

The development of sales skills will improve your ability to not only achieve more sales but increase confidence in all selling situations.

Material to develop sales skills is extensive and the opportunity to learn all there is to know is available in many forms.

The development of sales skills and the understanding of the sales process will be vital for a long term career in selling.

Your sales knowledge and sales skills are your main survival tools in the profession of selling.

For more information on the 4 Qualities of the successful Sales Professional, take a look at my book: “4 Qualities of the Successful Sales Professional”

Like all professions the ability to progress and improve in all you do is to approach sales training as an on going activity that will ensure you future.

The recognition and understanding of the things to be learnt will only come from continually reviewing what you do with a logical approach and the setting of goals and measurable targets.

A search on Google under sales training will show approximately 119 million results and it is from this one needs to identify which sales training program to adopt.

The development of a good sales person requires a positive ongoing approach to self improvement in attitude, personal and professional development, planning and sales skills.

All the information that is needed is available in many forms in today’s training market and is presented in ways to suit your preferred style of learning.

When one looks at the number of books, CD’s, DVD’s, training organisations and sales programs one could be forgiven not knowing where to start and more importantly what will deliver the specific results you are looking for.

In addition there are many styles of training and support to choose from, sales coach, sales trainer, sales mentor, sales manager and sales adviser plus others.

Individuals have specific requirements and it is important to make sure you spend the time and money on those areas of training you have identified that you need to see improvement.

One of the reasons I wrote my book “4 Qualities of the Successful Sales Professional” was to help, through the exercises and the self audit process, assist individuals and organisations identify what areas of training need to be attended to first.

It is important with sales training not to attempt too many activities at once as I have seen on many occasions this will result in none of the tasks being started due to the lack of a planned approach.

The need to identify what is to be accomplished is essential when planning a sales training program and knowing what needs to be done will to a large extent guide you to the most effective sales program for your career.

There are many sales training programs available but one needs to be sure to understand what is required and not think the a comprehensive package will satisfy your needs, one size does not fit all.

The best advice is only as good as the use you make of it.

For more information on choosing the right balance and style of sales training, take a look at my book: “4 Qualities of the Successful Sales Professional”

As a profession selling has been the essential commercial activity that ensures the wheels of commerce continue to turn as the world economy survives and prospers on the buying and selling of goods and services.

To the committed individual a sales career is available provided they understand it will be a life long learning process as the nature of the business is very competitive.

In the market place today it is rare to have a product or service that does not have any competition or if there is it is not long before there will be a competitor chasing the same business.

All business revolves around selling and it is fatal for any organisation to cut back or reduce its sales activity as it will result in a drop of cash flow to the business affect stakeholders and employees alike.

A sales career can offer an employment lifeline during good and not so good economic times as for the committed individual there is a vast range of learning materials available dealing with all aspects of the selling profession.

Take for example a process worker manufacturing a product that due to circumstances is retrenched and is considering the options of the next job.

One of the main selling skills required by any salesperson is to be able to sell their product or service by having a sound knowledge of what they are selling.

Who would be a better person to promote a product than some one who has over the years actually made what is being sold and understands it inside and out?

Quite often we overlook opportunities that are right in front of our eyes and if we apply some “out side of the box” thinking a new career path could be available.

“Until you try you don’t know what you can’t do”. Henry James.

Unlike many other forms of employment selling requires continual self education that will not only be of benefit now but if selling techniques and skills are continually improved future opportunities will open up.

Selling once learned and practiced proficiently is like a trade, you will always have a job and the chance to make changes that will lead to greater work satisfaction and income.

Due to the nature of the selling profession there is the need to recognise and understand the “4 Qualities of the Successful Sales Professional”.

It is on these qualities sales success depends if the individual is going to have a life long enjoyable career in sales and selling.

For more information on choosing a career in sales, take a look at my book: “4 Qualities of the Successful Sales Professional”